What are your sales principles? I love the following quote from Harrington Emerson, a renowned business theorist. “As to methods, there may be a million and then some, but principles are few. The man who grasps principles can successfully select his own methods. The man who tries methods, ignoring principles, is sure to have trouble.” […]

Experience is a great teacher. There’s a limit, however, to how much it can teach. Ben Franklin, one of the Founding Fathers, wrote, “Experience is a dear teacher, but fools will learn at no other.” Ben Jonson, the English playwright and poet who was a contemporary of Shakespeare, also chimed in on the subject. He […]

What’s your sales truth? You can’t spend a minute on LinkedIn or some sales forum without encountering people claiming to be the sole possessors of previously unknown sales secrets, sales truths and sales hacks that have the power to transform your life. What these “truths” have in common is that they all claim to provide […]

Sellers Need To Know The “Why” Behind The “How” Sales reps and sales managers would benefit from more sales education and less sales training. There is a vital difference between sales training and sales education. Sales training is all about the “how.” Sales education is about the “why.” Sales education provides the context and framework […]

I know. It sounds like there should be a pill for that. Have you heard of the Dunning-Kruger effect? It’s a well-known phenomenon named after the social psychologists who first documented it. (That would be Prof Dunning and Prof Kruger from Cornell.) The first part of the Dunning-Kruger effect, to put it in sales terms, […]

Since the beginning of the COVID shutdown period, I’ve read 33 business books. Reading is part of my job. I interview a ton of authors on my podcast “Sales Enablement with Andy Paul.” And, unlike most podcast hosts, I pay my guests (and listeners) the respect of actually reading their books, cover to cover, before […]

On Thursday, June 18, Join ringDNA’s CEO Howard Brown, as well as the host of The Sales Enablement Podcast, Andy Paul for their session at the Tenbound Virtual Sales Development Conference. The talk, titled The New Sales Enablement Formula: Empowering SDRs to Ramp Faster and Sell More will feature new data about how to ramp […]

Sales enablement shouldn’t be aimed at the lowest common denominator. If you think the objective of sales enablement is just to enable sellers to sell, then you’re missing the point. I’ve met very few sellers over the past decades who haven’t been enabled to sell. However, for the most part that weren’t enabled to achieve. […]

This can’t-miss online event features Bryan Naas, Director of Sales Enablement at Lessonly, Meganne Brezina, Senior Manager of Sales Enablement at Emarsys, and Scott Logan, Head of Demand Generation at ringDNA. The trio share insights gleaned from years of experience helping sales development reps build healthy pipelines, expanding and developing sales teams, and retaining sales development […]

Call recording is an incredibly valuable tool for sales managers to leverage during sales coaching and training. It allows them to coach large teams at scale by granting them the ability to capture every call and be alerted when a specific situation or rep requires their attention. These calls can be stored in call libraries […]

Sales managers must juggle many responsibilities, but out of all of them, coaching makes the greatest impact on an organization’s bottom line. After all, managers are responsible for the development, inspiration, and growth of their sales teams. None of this is easily accomplished without proper training. Sadly, 18.6 percent of sales organizations provide no training […]

How do you transition from a sales development role to an Account Executive role? This is likely the question of hundreds of SDRs or BDRs who are looking to move their career forward. Many likely have ambitions of becoming a sales leader, manager, or even starting their own business. But, at this stage of the […]